Top 5 Articles

Interview

No matter how much customer buying behavior changes we still at some point have conversations with most people who buy from us. Many will seem resistant or distant when we first engage them. You might call these initial responses a stall.

A recurring theme we have seen all year long is the speed of change in buyer behavior. Almost everyone now does their research online and spends upwards of 11.5 hours on the activity. Customers visit fewer dealerships in person than ever - their short list is very short!

Don't believe everything you read. Just because the average customer now spends 11.5 hours of online research some bloggers and "industry experts" claim that the role of the salesperson is diminished or even unnecessary. Don't you believe it!

Do you feel like you’re working as hard as you possibly can to make more sales but somehow you never seem to “close" enough? Maybe you have developed a few bad habits that you might not even be aware of.

Sales managers are always talking about it like you're supposed to be able to wave a magic wand and get people to buy on command. I remember a situation early in my sales career when we were having a particularly slow month.